Many small businesses will need to sell something eventually, but most people have negative reactions to cold-calls – both receiving and giving. Thanks to BusinessPOV and their 2 videos (Kings of Cold-Calling, Rookie Cold-Callers) here are 10 cold-calling sales tips to get you started.
- Change your mindset to accept the fact that you’ll get mostly “no’s”, but you’ll also get that 1 “yes” every 100-200 calls which will make it all worth it.
- It’s not a bad thing to be honest, give useful disclosure, and be friends with competitors – all lend credibility.
- Treat the gatekeepers (administrators, office managers, assistants, etc.) like the executives. They are paid to take your phone calls and determine what’s important.
- When you get on the phone: Greet, give your name, company, position, and what your company does. Ask for the meeting and wait for them to respond and start a conversation.
- In the beginning, write out a script so you have a fall-back, but don’t make the pitch sound too rehearsed. Over time, you’ll be able to move away from the script.
- If you can, address the gatekeeper’s pain points to get them on your side.
- Suggest the meeting times – don’t wait for them to look through their calendar.
- Make sure to get everyone’s names and use them. Be especially sure to get the name of the decision maker before you get transferred over.
- When leaving a voicemail – leave limited information (name and number). Keep them guessing about the purpose and they’ll more likely call back.
- Practice, practice, practice and don’t get discouraged!
Do you have any sales tips to share?